I once had one of my sales managers tell me that since my cancellation rate was so low that it meant I was not closing hard enough. He saw it as a negative. I pointed to the column that he was overlooking -- the final column of gross sales for the month -- I was at the top.
His philosophy was to make the sale at all cost. What if you do this? What if you get someone worked up into such an emotional state that they purchase your product, but then after the emotion has worn off realize - 'This really isn't what I wanted or could afford. I want to cancel or worse will have to take a second job to pay for it!' The customer in this position will not be a long-term customer. Because deep down they will realize the sales person didn't have their best interest at heart.
The high achieving sales person instead says, 'You know, although this product may be right for you the timing isn't.' Or finds out their true desires by asking questions and sells the customer what they REALLY want and not what is in stock.
In May someone asked me, 'Ron there is a local memory guy in my town. Should I buy your CDs right now or take his seminar for 3 times the cost of your CDs?' I said, 'Well, I would recommend both - but if you can only do one...take his seminar. I know the man and I think you will get more out of a live training than CDs.' He was in SHOCK! He said, 'I can't believe you just told me to buy from someone else!' He did...but guess what? I have other products and gained a customer for life.
Remember sales isn't about your timing or what you have in stock. It is about the customer's need, wants and financial situation.
Go for More this Week!
Ron White
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In This Issue.....
1. John Wayne the Businessman by Ron White
2. Quotes of the Week
3. Thoughts on Successful People by Chris Widener
4. One Success Program a Day for a Week!
5. More Information
1. John Wayne the Businessman by Ron White
There were few things that marked my boyhood as strongly as westerns. Every Sunday I arranged my afternoon around 'The Lone Ranger', 'The Rifle Man' and 'Bonanza'. Then, if I was lucky, I would catch a glimpse of what I considered to be the definition of the word 'man' – John Wayne – in a late night western.
My grandmother had a painting of him in her living room, and in my blue collar family he was a hero. Maybe it was because the characters he portrayed were the qualities that my family lived - blue collar, hard working and honest. I am proud to say that I have a doctorate in John Wayne.
In 1972, Wayne played a character in which he mentored young school boys on a cattle drive in the film 'Cowboys'. Because of his leadership and example these boys became men before the end of the cattle drive as they avenged 'The Duke's' death after he was gunned down in cold blood. This was my favorite John Wayne movie, perhaps, because I also was a young boy and I subconsciously knew that I was being mentored through a cathode ray tube by the rugged cowboy and today I am a better businessman because of it.
If 'The Duke' were a businessman this year, I assure you that he would:
First and foremost, be honest.
This cowboy would never lie to make a sale and neither should you. His resume wouldn't exaggerate and you could rely on his word.
Be a hard worker.
John Wayne would be the first cowboy on his horse preparing for the cattle drive and he would be the first in your office and spend his time working to the point of exhaustion.
Defend the weak.
Whether it was in 'Stagecoach', 'True Grit', 'Cowboys' or another film. Wayne never took advantage of the weak. Instead, he protected those who couldn't do it themselves. If he was in your office, when a salesperson or professional was struggling – there is no doubt in my mind that he would ride alongside them and offer assistance to make the team better.
Feo, Fuerte y Formal
These were the words John Wayne wanted on his tombstone. They translate to:' He was ugly, strong and had dignity.' He was a physically strong man at 6'4''. Yet, it was strength of character that was referred to here. In your business, you would be a magnificent success if others say you have strength of character. This means not giving in when things look bleak. 'The Duke' wouldn't.
Have dignity.
This again, comes from his self description. Dignity means relying on yourself for your success and abandoning the victim mentality. Wayne would not be a victim if he worked in your office. He would not blame his lack of success on the economy, co-workers or his boss. Instead, with dignity he would take his future into his own hands and rely on no one but himself for his success.
John Wayne was the definition of the word man and would be the definition of the word businessman if he worked in your office right now. Mr. Wayne, as a young boy, I watched you ride off into the sunset on June 11th, 1979. That boy, who was confident one day he would be a cowboy, ended up a businessman and today I am a better one because of your lessons.
Thanks for the life lessons on hard work, honest, dignity, strength and compassion. With a tip of my hat, I give you a hardy, 'Thanks partner...'
Ron White
With seven new DVD/CD programs on success related topics from Ron White, you can enjoy one a day for your entire week! To view specific topics covered in each title and to take advantage of this new release offer, go to
http://rondvds.yoursuccessstore.com or call 877-929-0439.
2. Quotes of The Week
LEADERSHIP
"A great leader's courage to fulfill his vision comes from passion, not position." -- John Maxwell
"The leader accepts high levels of personal responsibility for performance and results." -- Brian Tracy
"Leadership is much more an art, a belief, a condition of the heart, than a set of things to do. The visible signs of artful leadership are expressed, ultimately, in its practice." -- Max DePree
"If you wish others to believe in you, you must first convince them that you believe in them." -- Harvey Mackay
"The challenge of leadership is to be strong, but not rude; be kind, but not weak; be bold, but not a bully; be thoughtful, but not lazy; be humble, but not timid; be proud but not arrogant; have humor, but without folly." -- Jim Rohn
"The first basic ingredient of leadership is a guiding vision. The leader has a clear idea of what he wants to do - professionally and personally - and the strength to persist in the face of setbacks, even failures." -- Warren Bennis
"Nothing so conclusively proves a man´s ability to lead others as what he does from day to day to lead himself." -- Thomas J. Watson
"A leader is a person you will follow to a place you wouldn't go by yourself." -- Joel Arthur Barker
"Personal leadership is the quiet determining factor of all success. You must personally lead you to success... everyday." -- Doug Firebaugh
"Real leaders forever need bigger and more irresistible challenges." -- Mark Victor Hansen
"Good business leaders create a vision, articulate the vision, passionately own the vision, and relentlessly drive it to completion." -- John Welch
"Leadership is the ability to decide what has to be done and then get people to want to do it." -- Patricia Fripp
"Leadership is practiced not so much in words as in attitude and in actions." -- Harold S. Geneen
"It doesn´t take much talent to issue orders. It does take continued discipline to study the variety of people you are leading in order to understand what it takes to motivate them - and to inspire them to do their very best to make the company and themselves a success." -- Fred Bucy
"A person in authority is not necessarily a saint, an artist, a philosopher or a hero, but he respects truth, appreciates what is beautiful, knows how to behave himself and is courageous in meeting his obligations." -- Earl Nightingale
"A man who wants to lead the orchestra must turn his back on the crowd." -- James Crook
3. Thoughts on Successful People by Chris Widener
Some time ago, I was hired to do some training for a sales team from one of the largest companies in America. There were 16 people on this team. That year their sales (for the 16 of them) was 250 million - that's right, a quarter of a billion - dollars! Needless to say, it was an excellent and fascinating time. I decided to learn a little bit myself so I watched them closely to see what kind of people they were and to see what common denominators they shared. Below is what I found. I think you will find the elements applicable to your own life.
The first thing I noticed about this successful sales team was that they had a sense of humor! They simply weren't a terribly serious bunch of people. Instead, they saw that life was to be enjoyed and that means they were able to laugh a little bit. Sure, there were varying levels in this but they all had a sense of humor. They were able to laugh at circumstances, and they were able to laugh at themselves. It was quite refreshing and a core element of their success, I'm sure.
The second thing I found out about this group was that they did not achieve their success through pedigree, but through hard work. They didn't come from families that gave them a free pass into the upper echelon of the corporate world and they didn't get a head start from upper crust universities. What got them to where they are now? Hard work! That's right, another example that if you put your mind to it, work hard and get in the right situation, you can achieve great things! These folks work long hours and are disciplined in the work they do. And it is paying off.
The third thing I noticed about this team is that they are learners. They were always engaged in the learning process. During my sessions they were engaged and listening. You could see their minds processing the information. They were asking questions and applying the material to their work and their lives. They wanted to improve in any way that they could. It was also interesting to watch them in their team meetings led by their sales manager. They were very interactive and were learning from one another. None of them was above learning from a peer.
What did I see in these successful people? The same things that can make you a success as you apply the principles to your own life: A sense of humor, hard work, and a desire to learn at every turn.
Chris Widener
Want to learn success lessons from U.S. Presidents, Medal of Honor Recipients or from the game of baseball? Ron White has seven new DVD/CD programs on success related topics. To view specific topics covered in each title and to take advantage of this new release offer, go to
http://rondvds.yoursuccessstore.com or call 877-929-0439.
4. One Success Program a Day for a Week
With these seven new DVD/CD programs on success related topics from Ron White, you can enjoy one a day for your entire week! Just look at what Ron covers:
- Success Lessons from Medal of Honor Recipients
- How to Have a Winning Year
- How to Develop the Mind of Einstein
- Maximize Your Memory
- Success Lessons from Baseball
- Success Lessons from U.S. Presidents
- The Ten Commandments of Selling
To view specific topics covered in each title and to take advantage of this new release offer, go to
http://rondvds.yoursuccessstore.com or call 877-929-0439.
5. More Information
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